Overview
Selecting a B2B E-Commerce solution is no small task, for either the customer or the vendor. Whether you're drafting an RFP or responding to one, the stakes are high and the expectations even higher. The right solution must balance security, cost, integration, and user experience, while serving the unique needs of departments like marketing, IT, and finance.
At the same time, vendors are under pressure to deliver solutions that do far more than enable online orders. Buyers expect ERP integration, marketing automation, third-party extensibility, and real-time performance, all out-of-the-box.
In this post, we highlight 8 major challenge areas that both sides must navigate to build a successful long-term partnership.
1. ERP Integration
The most complex (and often misunderstood) area in any B2B solution. ERP integration varies widely:
Some platforms act as standalone eCommerce engines with minimal ERP involvement.
Others offer deep integration with real-time access to pricing, master data, inventory, and transaction history.
Tip: If your ERP has evolved with highly customized logic, replicating those rules outside your ERP system is costly. Choose a solution that integrates directly and supports your existing business logic.
2. Marketing & Promotions
Marketing departments are increasingly involved in the selection process, but B2B buyers don’t always behave like B2C shoppers. Many know what they want, log in, reorder, and move on.
Advice for Vendors: Have a pre-sales engineer who can bridge the gap between marketing needs and ERP logic. For customers, align features with actual buyer behavior.
3. Content Management
Supportive content( PDFs, videos, banners, and product images) matters. But where and how it’s stored and managed is key:
Is there a content management tool built-in?
Is content hosted separately or inside the ERP (we don’t recommend the latter)?
Is it easy to update, cache, and publish?
Tailor your questions to your audience; marketers want flexibility, not technical jargon.
Hosted vs. On-Premises
A fundamental choice:
Hosted solutions: Easier to manage, quicker to launch, but less customizable.
On-premises: Greater flexibility and control, but more responsibility falls on the customer.
Ask upfront:
What does the vendor expect you to provide (servers, support, skills)?
Will you need to migrate customizations with each update?
5. Third-Party Integrations
B2B platforms don’t operate in isolation. Whether it’s payment gateways, shipping providers, or advanced catalog tools, third-party add-ons can be critical.
Hosted platforms may offer more plug-and-play modules, but less customization.
Custom solutions may require development for every new feature.
Ask vendors about partnerships, but do your own research on licenses and limitations.
6.Customization
Every solution can be customized. But how do upgrades work when they are?
Are your customizations preserved during version upgrades?
How often is the platform updated?
Who supports the custom code?
Heavily customized systems often depend on the original consultants. Build redundancy where you can.
7. Licensing & Implementation
Costs vary hugely.
Hosted = Subscription-based (ask if it’s based on users or order volume)
On-prem = Perpetual license (ask how pricing scales and what’s included in “maintenance”)
Don’t forget implementation:
How large is the vendor's delivery team?
How long is the average timeline?
Are you getting a license discount only to pay for a 12-month deployment?
8. Maintenance & Support
Here’s where many projects fall apart.
Customers often assume maintenance includes support + free consulting.
Vendors often define maintenance as bug fixes for unmodified core features.
Conclusion
The best vendor relationships are built on partnership, not pitches.
Customers: Do your research, prioritize requirements, and understand the trade-offs.
Vendors: Be honest about capabilities, timelines, and pricing. Help educate and guide, not just sell.
When both sides commit to clarity and collaboration, the chances of long-term success rise significantly.
✅ Quick Checklist for Buyers
Is ERP integration real-time and rules-aware?
Does the platform match your buyers' behavior?
How easy is content management?
Are third-party tools supported or built-in?
Do you understand the licensing model?
Who supports the system after go-live?
Are all assumptions spelled out in writing?
Ready to Simplify Your SAP B2B Commerce?
WECO Software specializes in deeply integrated SAP commerce experiences, without the middleware.
Contact us to talk to an expert or learn more.
About the Author
